Author: collin stewart
Prospecting for new customers is a time-consuming but necessary part of the sales process. If you want to keep your pipeline moving, you need consistent leads. Letting your account executives (AEs) handle your outbound prospecting may seem like the best solution, but in reality, it may be costing you more time and money than you think.
Dedicated sales development representatives (SDRs) can keep your pipeline moving forward. Today, we’ll walk you through what an external or outsourced SDR team can do for your business, as well as six reasons you should outsource outbound sales.
What can sales development reps do for your business?
Sales development representatives are foundational to your lead pipeline. Their work revolves around the earlier stages of the sales process, with a concentration on generating, qualifying, and nurturing leads.
The objective of an SDR team is to research prospects and turn them into qualified leads. The day-to-day tasks of your sales development reps may include cold calling, email outreach, social selling and finally appointment setting. All of this work, plus a stellar handoff, ensures a smooth transition to an AE who can then close the sale.
What should you look for in your sales development representatives?
As the first point of contact for your potential customers, it’s essential that your sales development reps are well versed in your target market, otherwise known as ICP or ideal customer profile. They should understand your ideal customer’s pain points and solution-seeking behavior, and excel at finding customers with a true intention to buy.
A large part of your SDR team’s role is forming relationships with potential customers. As such, all of your sales development reps should be great communicators and be able to clearly articulate how your products/services meet the customer’s needs.
More and more companies are looking to outsource sales
As the sales process becomes longer and more complex, it’s difficult for companies to keep up. Each level of the sales funnel requires a different specialist; in the case of lead generation, that’s where sales development reps come in. Yet many companies don’t have the budget or expertise to build their own SDR team.
Outsourcing SDRs is one of the top lead generation trends of 2021. Let’s take a look at some of the reasons behind this trend, and how outsourcing SDRs could benefit your business.
6 Reasons to Outsource Your SDRs
Outsource sales to save time
Building and managing an in-house SDR team is a major time investment. It can be a process of trial and error before you find the most effective system. In contrast, outsourcing your SDR team means you’ll be following a well-established strategy by a company who does this for a living.
In the case of our SDR Pods, we take care of the process from start to finish: we hire the SDRs and sales researchers, train them, run test campaigns, and build a pipeline that keeps your AEs fully booked. Your SDR team will be up and running much sooner than hiring internally, which allows for a faster return on investment.
Your AEs can focus on what they do best
According to Hubspot, 40% of salespeople say prospecting is the most difficult part of the sales process. When it takes an average of 18 calls to close a sale, it’s easy to see why.
One of the primary benefits of hiring external sales development reps is that your best internal talent is reserved for closing sales. Instead of spending hours finding and qualifying new leads, your AEs can focus on nurturing relationships and closing the deal. It’s a win-win for everyone on your sales team.
Work with experienced professionals
With a high demand for qualified sales development reps, it can be difficult to find and retain enough talent to keep your pipeline full. At Predictable Revenue, we take care of the hiring process and use proven sales development methodology to train your SDR team. You can rest assured your sales reps are following industry best practices.
Aside from your SDR team, you’d also have a sales researcher who is dedicated solely to prospect list building. Finally, we provide weekly check-ins and reports, so you’re always informed of our progress.
There’s no need to worry about training
Many companies lack adequate training and support for their SDRs. Sales managers are stuck juggling AEs and sales development reps, which can lead to missed quotas and burnout.
Outsourced SDRs, on the other hand, have access to all the support they need. We handle their training so you don’t have to; all of our sales development reps receive ongoing training and coaching from experienced SDR managers and account managers.
Outsourcing your SDRs is more cost-effective
If the time efficiency and experience weren’t enough to convince you, you’ll be glad to know that outsourcing your SDR team is also more cost-effective. In-house teams require training, infrastructure, and any equipment and sales enablement technology you may need to purchase. Among the tech tool stack needed to ramp up an SDR team, they would have access to Outreach and Salesforce in order to perform their jobs in the best and most efficient way possible, and you wouldn’t need to worry about managing either platform (or any other).
Hiring costs are another factor to consider. According to HubSpot, SDRs have an average tenure of only 18 months, which can quickly add up costs if you need to replace multiple SDRs a year. It’s no wonder our SDR Pods are four times more revenue efficient than hiring an in-house SDR team!
Our expertise is your shortcut to success
At Predictable Revenue, outbound sales development is what we live and breathe. Our sales development reps are experts at starting conversations, researching leads to personalize conversations, and nurturing prospects. Your SDR team will be led by the best in the business!
Building an in-house team will take time, money, and resources that could be better spent elsewhere. We’ll help you craft a unique outbound strategy and meet your sales goals on time. There’s no need to take the long road when you could benefit from our proven experience.
Once your sales strategy has been established, the foundations have been laid and your pipeline is flowing with leads, if you feel ready (and want) to hire internally down the line, this experience will help you transition smoothly to successfully building your own sales development team in-house.
Ready to outsource sales and generate more revenue?
Lead generation is a priority in every business, but few companies are using sales development reps to their full potential. Our expert SDR teams can help you grow faster and more sustainably.
If you’re ready to grow your business with an outbound SDR team, we can help! Get in touch with our team of experts here.
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